Sales Capability and Execution Assessment

The Capabilities and Execution Assessment is divided into four stages:

1. Engage: Project launch; the survey is created and distributed to participants.
2. Data Analysis: RAIN Group analyzes data and verbatim responses, compares seller/sales manager responses, and reviews client sales documents and tools.
3. Advisory Analysis: RAIN Group interviews client stakeholders and collaborates with the client to design and define possible interventions.
4. Recommendations Delivery: Findings are delivered via a live review session.

The average timeline to delivery is 6-7 weeks, but may take longer depending on client availability for key meetings and interviews, the speed at which survey responses are gathered, and data slice comparison needs.

The Capabilities and Execution Assessment process uses data, insights, and advisory to produce recommendations that will drive change at your organization.

The assessment focuses primarily on identifying capability, mindset, and execution (productivity) baselines and gaps compared to both our database of nearly 20 years of Top Performer research and your organization’s top performance targets.

It isn’t a psychometric or behavioral analysis that determines if people can sell. Instead, managers assess sellers and sellers assess managers with the results reported in aggregate. This is much more accurate than self-reported responses, as people will often try to game responses to appear how they want to be perceived. With this approach, you receive an accurate picture of how your sellers and sales managers are performing.

We can analyze data groups and segments by:

• Geographies
• Divisions, groups, and product and service areas
• Sales roles

The Capabilities and Execution Assessment is 100% confidential, the purpose of which is to gather truthful and unfettered feedback from sales leaders, managers, and sellers. Responses are reported only in aggregate.

We’ve found that gathering confidential data is significantly more accurate than when sellers and managers know that their names are attached to responses, even if it is communicated that individual responses will not be reviewed.

Individually identifiable responses are frequently more related to personal posturing (how a seller or manager wants to be perceived) than an accurate depiction of what is happening or true. Confidential data is more honest and more actionable to drive interventions that will lead to performance and results. As such, we do not provide individual reports for individual people during the assessment process.

We do not customize questions or the survey as this contaminates the data.